Ecommerce offers merchants the unique ability to create highly customized channels to take advantage of customer needs and the product life cycle. Take the Private Stores feature of Digital River’s Global Commerce platform as an example. Through Private Stores, merchants can create specific shopping experiences and promotions for VIP customers, partners, governmental agencies, and employees. http://jga.gs/privatestores

1. INSERT PRESENTATION TITLE
HERE
DIGITAL RIVER WORLD
PAYMENTS
OPTIMIZING ECOMMERCE
THROUGH PRIVATE STORES

2. TODAY’S PRESENTERS
James Gagliardi, VP of Product Strategy, Digital River
• In his role, James is responsible for the strategy behind the
company’s global product roadmap.
• Over 15 years of experience working with some of the world’s most
recognized brands to help them design and implement successful,
global ecommerce channels for both B2C and B2B
Namrata Sinha, Sr. Manager of Global eBusiness, Western Digital
• In her role, Namrata over oversees the development and
implementation of Western Digital’s global ecommerce strategy for
direct-to-consumer
• Experience managing online stores across the globe – North
America, EMEA, and Asia

3. DIGITAL RIVER AT A GLANCE
$390M in 2013 revenue
$31B
annual online
transactions (ttm)
20 years of experience
31 offices around the world
50% revenue outside the Americas
in 2013
1,300+ commerce experts
243
countries and territories
where we do business
200+ payment methods
TRANSACTIONS BY GEOGRAPHY
AMERICAS
51%
EMEA
39%
APAC
10%
TRANSACTIONS BY REGION
OUR CUSTOMERS INCLUDE TOP GLOBAL BRANDS

4. TODAY’S AGENDA
1 WHAT ARE PRIVATE STORES?
PRIVATE STORE CONCEPTS
WESTERN DIGITAL: CASE IN POINT
PLAN STRATEGY & PLANNING
2
3
4

5. PRIVATE STORES
Private Stores enables the segmentation and
targeting of “known” sets of customers and
offer them a custom shopping experience
with differentiated product assortment,
special discounts and merchandising offers.
EMPLOYEES PARTNERS AND
ASOCIATIONS
FRIENDS AND
FAMILY
STUDENTS EVENTSLOYALTY AND
FAN CLUBS
5 - 50% of Revenue
0% 50% 100%

6. MEMBERS ONLY

7. CHANNEL CONFLICT

8. B2B
Contract Pricing
Volume Discounts
Purchase Orders
Retail Pricing
Promo Discounts
Credit Cards
Tiered Pricing
Purchase Plans
Private Stores
B2C

9. HOW IT WORKS
Rods and Reels
40% Off
Limit 2 per category
Accessories
15% Off
Limit 2 per item
Bait and Tackle
25% Off
No Limit

10. MEMBERS ONLY

11. SEGMENTATION

12. EMPLOYEE STORE

13. FRIENDS AND FAMILY

14. PARTNER PROGRAM USE CASE
14
Product availability and
discounts variable by Partner
Product availability and
discounts variable by Partner

15. AFFINITY PROGRAM

16. AFFINITY PROGRAM

17. AFFINITY PROGRAM

18. EXTENDING YOUR ENTERPRISE (B2B) PROGRAM

19. EDUCATION

20. PRODUCT LIFECYCLE

21. PRODUCT LIFECYCLE
Pre-Order End-of-LifeA-Stock Slow Refirb

22. PRODUCT LIFECYCLE OPTIMIZATION

23. PRODUCT LIFECYCLE OPTIMIZATION

24. WESTERN DIGITAL

25. WESTERN DIGITAL PRIVATE STORES: CASE IN POINT
• Western Digital wanted a vehicle that
would allow them to target and engage
specific new customer segments
• Needed a capability that would provide the
ability to extend specific promotions and
offers to specific customer segments
without disrupting the rest of their
ecommerce business
• Customized private stores offering special
discounts/pricing to specific customer
segments including:
o Students
o Seniors
o Employees
o Channel Partners
BUSINESS IMPACT:
• Implementing Private Stores has helped Western Digital:
o Avoid channel conflicts
o Easily manage purchase limits
o Create custom pricing discounts
o Strengthen customer relationships
o Tailor promotions to specific audiences
o Regionalize based on business need
PRIVATE STORES IN ACTIONWHY PRIVATE STORES?

26. WESTERN DIGITAL PRIVATE STORES: IMPLEMENTATION
IMPLEMENTING PRIVATE STORES . . .
DOMAIN VALIDATION/
FILTERING
1. IP VALIDATION/
FILTERING
2.
−Student Stores: abc@university.edu
−Senior Stores:
abc@seniororganization.org
−Partner Stores:
abc@partner.org
−Employee Stores

27. WESTERN DIGITAL PRIVATE STORE EXAMPLES
PARTNER STORESSTUDENT STORES

28. PLAN STRATEGY AND PLANNING
 Students
 Teachers and Faculty
 Businesses
 VARs
 Associations / Tradeshows
 Military
 Government
 Non-Profits
 First Responders
 Social Influencers
 VIP Customers
 Email Address White List
 Email Domain
 @company.com
 .edu
 Unique Identifier
 Generic Code
 @socialmedia
 Referring URL
 IP Address
 Email Invitation
 a.k.a. Friends and Family
 Verification
2. AUTHENTICATION RULES1. TARGET MARKETS

29. PLAN STRATEGY AND PLANNING
 Product Inclusion / Exclusion
 Quantity of products in a given
period of time
 Individual products or across all
products in a group
 Example: You can buy a limit of 2 of each TV vs.
You can buy a limit of 2 TV’s in a given period.
 Time period
 lifetime, month, quarter, year or custom.
 Minimum and maximum quantity
 Example Plan Limit of 10, Line Item of 2. Shopper
would need 5 or more separate orders to reach
maximum.
 Branding Approach
 Price Discounts
 per group, category, or product
 Discount approach
 Percent Off, Amount Off, specific pricing
 Country support
 Pricing per currency, shipping costs
4. PRICING PLAN3. PRODUCT STRATEGY